Area Sales Manager - West Region - Building Automation

ABB•Irvine, CA

7d•Remote

About The Position

At ABB , we help industries run leaner and cleaner—and every person here makes that happen. You’ll be empowered to lead, supported to grow, and proud of the impact we create together. Join us and help run what runs the world. This position reports to: Area Sales Manager __ Mission Statement : As an Area Sales Manager, you will plan and ensure execution of the U.S. HVAC Building Automation sales strategy for assigned area, to achieve both qualitative and quantitative targets for products, systems and solutions in a profitable way. Responsible for growing the business through developing existing channel partners and onboarding new customers, while creating a preference for ABB HVAC Building Automation in the marketplace. While this is a remote position, preference is for candidates to be located in the Southern California area. This role is contributing to the Building Automation Business Line, within Smart Buildings Electrification. You will mainly be accountable for: Sales strategy Creates, plans and implements sales strategy, and strategic sales and business development initiatives, in alignment with global sales strategy. Achieves sales targets in respect of both budgets and sales efficiency. Sales Targets Achieves assigned targets for the territory along with supporting the overall business through efforts across sales territories in the areas of specification and end user development. Customer acquisition Identifies opportunities at existing and potential new customers within defined geographical area, and determines plans for acquisition and allocates resources. Information sharing Coordinates the flow of information for sales activities and transactions, including leads, billings, orders, contracts, etc. and evaluates data to ensure achievement of goals. Monitors and provides reports to the Marketing and Sales organization on market intelligence. Customer relations Supports the development of strong relationships with key customers. Builds and maintains strong relationships with key decision makers. Ensures efficient marketing communications. Volume, profit and cost Ensures achievement of sales volume and product mix targets by supporting the market price and margin for sales. Participates on negotiations of key contracts. Manages ongoing costs. Risk Monitors client financial status and reports any changes regarding risk to relevant internal partner teams. Identifies and manages potential risks relating to contract agreements across customers/channels. Sales process Takes ownership of the sales processes, and all relevant training and development plans, actions and programs.

Requirements

B.A. or B.S. degree in Mechanical or Electrical Engineering is preferred
5 or more years preferred in sales management, business development or product management experience in the building technology, building automation or IoT industries
Strong technical aptitude
Experience in the Internet of Things (IoT) and HVACR Markets
Be supportive of digital transformation and new forms of revenue streams
Experience with national account and enterprise customers
Ability to Travel 50 – 70% in the territory as needed.
Advanced Skills with MS Office software products
Familiarity with Salesforce.com
Candidates must already have work authorization that would permit them to work for ABB in the US

Responsibilities

Creates, plans and implements sales strategy, and strategic sales and business development initiatives, in alignment with global sales strategy.
Achieves sales targets in respect of both budgets and sales efficiency.
Achieves assigned targets for the territory along with supporting the overall business through efforts across sales territories in the areas of specification and end user development.
Identifies opportunities at existing and potential new customers within defined geographical area, and determines plans for acquisition and allocates resources.
Coordinates the flow of information for sales activities and transactions, including leads, billings, orders, contracts, etc. and evaluates data to ensure achievement of goals.
Monitors and provides reports to the Marketing and Sales organization on market intelligence.
Supports the development of strong relationships with key customers.
Builds and maintains strong relationships with key decision makers.
Ensures efficient marketing communications.
Ensures achievement of sales volume and product mix targets by supporting the market price and margin for sales.
Participates on negotiations of key contracts.
Manages ongoing costs.
Monitors client financial status and reports any changes regarding risk to relevant internal partner teams.
Identifies and manages potential risks relating to contract agreements across customers/channels.
Takes ownership of the sales processes, and all relevant training and development plans, actions and programs.

Benefits

Choice between two medical plan options: A PPO plan called the Copay Plan OR a High Deductible Health Plan (with a Health Savings Account) called the High Deductible Plan.
Choice between two dental plan options: Core and Core Plus
Vision benefit
Company paid life insurance (2X base pay)
Company paid AD&D (1X base pay)
Voluntary life and AD&D – 100% employee paid up to maximums
Short Term Disability – up to 26 weeks – Company paid
Long Term Disability – 60% of pay – Company paid.
Ability to “buy-up” to 66 2/3% of pay.
Supplemental benefits – 100% employee paid (Accident insurance, hospital indemnity, critical illness, pet insurance
Parental Leave – up to 6 weeks
Employee Assistance Program
Health Advocate support resources for mental/behavioral health, general health navigation and virtual health, and infertility/adoption
Employee discount program
401k Savings Plan with Company Contributions
Employee Stock Acquisition Plan (ESAP)
ABB provides 11 paid holidays.
Salaried exempt positions are provided vacation under a permissive time away policy.